Diageo - Team Leader - Sales (2-6 yrs)
Position Name: Team Leader Sales
Reports to: General Manager Sales
PURPOSE OF THE ROLE: This role is responsible for: execution of all brand-related activities at the state level with the objective of managing the monthly execution of customer marketing programs at the outlet level in the state.
TYPICAL ROLE REQUIREMENTS
Qualification: MBA in Sales & Marketing
Experience: 5 - 7 years of experience in the sales
Knowledge & skills: Must have experience in handling distributors and retailers in an aggressive market environment
- Team Handling Skills
- Business Acumen
- Leadership Band Strategic Implementation Proximity to Business
- Market strategy development, business and commercial planning and partnering
The scale of Operation 50 - 200 cr
AREAS OF RESPONSIBILITY
PERFORMANCE MEASURES (QUANTITATIVE / QUALITATIVE):
1.Responsible for the secondary sale in the state/territory by developing and maintaining the sales and marketing business plan and designing and monitoring individual and team sales objectives on monthly, quarterly and annual basis also responsible for maintaining the MOP in the state/territory.
2. Regularly conduct retail outlet audits to study market share movements and track market share. Concentrate on strong tracks for volume growth & weak tracks to build brand image & generate growth. Work with the team to correct market working discipline, daily targets vs achievement tracking. Also responsible for PJP adherence of the team and ensure strict adherence to working norms & practices
Report / Analysis:
3.Responsible for developing the team through motivation, counseling, skills development and product knowledge development. Establish the process of monitoring the performance of individual and team by proper reporting and communications mechanism involving sales reports, cyclical sales meetings etc. and individual growth plans. Recognize and celebrate team and team member accomplishments.
Team Management P4G, review:
4.Designing and execution of volume scheme and special offer to achieve short term & long term volume objectives and increase trade advocacy & increase share in state/territory. Planning & execution of consumer centric activities in the state - focus on generating trials and increase penetration. Ensure sales and product training are provided to the team and off-roll sales personnel as required from time to time for enhancement of productivity
Activation - aligning to the national agenda:
5.Responsible for a promotional budget for the brands at the retail level. Innovative conceptualizing & utilization of local sales promotional & merchandising activities, monthly schemes at the point of sale for achieving sales target and brand awareness.
Regional Budgets (contract, spend mgmt):
6. Ensure the RTC implementation at the retail outlets in the territory/state. Maintaining the organization standard wrt. Quality, distribution, visibility, promotion, price, and persuasion at the outlet. Aligning the team for execution of the marketing plans in the territory as per the guidelines of the from state / regional marketing team while working within company policies, resources, and budgets.
7.Set clear objectives for the team in terms of width and dept. of distribution at the retail universe by ensuring the availability of relevant SKUs and variants of the respective brands in the territory. Manage the new product launches in the region.
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